Strategic Pursuit Lead - AWS US Department of War Markets, US Strategic Pursuit Team

Would you like to influence cloud computing adoption in the U.S. Department of War (DoW) market as part of Amazon Web Services (AWS) Worldwide Public Sector? Would you like to work as part of a team focused on increasing awareness and adoption of AWS by engaging with our Air Force Account customers, as well as consulting and technology partners from Amazon’s Partner Network (APN), to transform public sector IT strategy through cloud computing? Do you have the business savvy, public sector industry experience, and the technical background necessary to help further establish Amazon as a leading cloud platform provider?

As a Strategic Pursuit Lead for AWS focusing on the Air Force market segment, you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon’s utility computing web services (Amazon EC2, Amazon S3, Amazon RDS, Amazon DynamoDB, and other AWS services).

You will:

Work with DoW Sales teams to develop and maintain a multi-year pipeline of cloud-related opportunities, develop and oversee implementation of bid strategies, proposal approaches and technical solutions, and help with written proposals for RFI/RFQ/RFP/BAA (i.e. RFx) and IDIQ Contracts for customers and APN partners.

Work with the field and partner sales teams to close business, and enhance our capture acumen with industry leading best practices, to include improved RFx responses, pre-RFx customer education and shaping, and even unsolicited proposal initiatives.

Handle classified DoW materials and attend classified meetings as needed.

Possess a deep industry background that enables you to engage and communicate effectively in a wide range of technical and business discussions with internal AWS colleagues, APN partners, and end customers.

Have demonstrable technical depth and the expertise to support account managers and solution architects in development of innovative cloud-based solutions, proposal win themes, and technical differentiators.

Have hands-on experience in the full life cycle of capture management resulting in capture of individual contracts valued in excess of $25M.

Identify bid opportunities through direct interactions with existing and prospective DoW customers, as well as through a wide range of industry forums and procurement resources.

Serve as a key member of the AWS Public Sector team identifying and responding to RFx opportunities.

Have experience with government acquisition guidelines and RFx compliance requirements.

Our Strategic Pursuit Lead often develops, manages and executes the RFx proposal response plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, contracts, and proposal support) to understand and navigate government procurement processes and procedures. You will be a thought leader with respect to program pursuit, proposal responses, and win themes as you learn to support ROI/TCO analyses, define AWS technical discriminators, and contribute to innovative business solutions and strategies, and pricing.

This position requires that the candidate selected be a US citizen and currently possess and maintain an active Top Secret security clearance.

About the team
Our US Strategic Pursuits Team includes technical business development, capture and acquisition professionals who operate across virtually every segment of the US Federal market: Federal Civilian, Federal Finance, DoW, National Security, Health Care and Life Science and Non/Not-for-Profit organizations. This team builds internal and external relationships and integrates resources from AWS Sales and numerous other parts of the business to help our partners win cloud-enabled business. We are a driven, creative, and very dynamic team that thrives on collaboration across organizational lines. We are also very supportive of new hires because we know that each addition to our team only makes us stronger.

Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

Basic Qualifications

- Experience in Go-To-Market, Business Development, Sales, or Consulting
- Minimum 5 years of hands-on, full lifecycle BD/Capture experience
- Demonstrable ability to win IT services or solutions related awards valued at $25M+ in the U.S. DoW market, including specifically the Air Foce account
- B.S. in engineering (electrical/mechanical or related) or computer science, or B.A. with equivalent work experience
- Current, active US Government Security Clearance of Top Secret or above

Preferred Qualifications

- Account or large program management experience in the Air Force market
- Enterprise sales experience, including successful large program ($50M+) capture
- Excellent oral and written communication skills in both technical and analytical domains and experience identifying bid opportunities and leading proposal responses to RFx’s
- Self-motivated with a great sense of urgency and follow-through
- A good understanding of government procurement and government contract vehicles
- Excellent communicator who can quickly earn the respect of the team, partners, and customers
- Solid ability to develop, communicate, and document strategic programs and initiatives to stakeholders and executive management alike
- Ability to work effectively across internal and external organizations

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

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